Blog

If you’re reading this there’s a chance that you’re fairly new to sales. Maybe it’s your first job out of college or maybe you’ve been selling for a year and you’re just not as motivated as you used to … Read More

All leaders take inspiration from other leaders around them. Many of us have companies that we admire for their execution, customer service, or position in the market. For this reason, we want to give our readers the opportunity to … Read More

A well executed interview process can mean the difference between building a successful business and ending up with a dysfunctional team. Screening for effective sales people can be even more of a challenge given their natural disposition for effective … Read More

Part II Last week I discussed some of the things that top salespeople do that others don’t, including Setting Expectations, Keeping People Accountable, and Knowing Your Product. Today I will cover the following 3 things that I think are … Read More

There are many posts out there on what sets apart great salespeople from mediocre ones, but I wanted to provide some specific techniques rather than just listing personality traits to look for. In an effort to make this easier … Read More

Hiring great sales talent is hard. You invest a lot of time/resources into screening and interviewing dozens of candidates for every single hire you bring on. It may feel like most of the work is done once that employee … Read More

It can be tempting to give one sweeping easy answer here: Money! But, although a salesperson might be more directly motivated by money than say a social worker, it will never be the sole motivating factor. Sure, it’s … Read More

Despite recent claims that cold calling as a practice is officially dead, it’s still one of the most effective ways of filling the top of your sales funnel. By now most of us are never making truly “cold” calls. … Read More

Following up frequently and effectively is not only essential for the success of a salesperson, but to anyone who understands that in order to accomplish anything we must actively build relationships with the people who can help us get there. … Read More

Sales is about developing the relationship in hopes of building trust with the prospect. Seasoned entrepreneurs and investors will tell you that consumer oriented products can be a tough sell because the buyer primarily makes a purchasing decision based on … Read More